Tying Value to Prospect Pain

PROGRAM DESCRIPTION

Join Sales Assembly and Emily Leu for Tying Value to Prospect Pain, part of the Positioning certification.

This program focuses on connecting messages directly to a prospect’s challenges. Participants learn to uncover and validate pain points, then position their solution as the most relevant path forward. Emphasis is on clarity, empathy, and tailoring value to ensure buyers see the solution as both urgent and essential.

WHAT YOU’LL WALK AWAY WITH

• The pain-to-priority ladder: four questions that climb from a workflow complaint to a priority leadership has already named.
• Ask the priority question directly: if you soften it, you get vague answers you can’t take to an executive.
• Name what you’re skipping: tell executives which capabilities you won’t cover because they don’t support their goal.
• Translate features into business change: talk about what changes for the business, not what the product does.
• A forwardable problem page: bottleneck, ripple, consequence and priority on one page your champion can share without you.
• A learner takeaway guide with two exercises to run on a live deal that week.

FROM A PREVIOUS SESSION

156 attended ◦ 4.79/5 average rating

“The last part about keeping the solution to the pain point relevant past initial sale and creating narratives that are easily shared amongst stakeholders was really great!” Account Manager

Watch a clip from the last session

ADDITIONAL INFO TO KNOW

This program was built in collaboration with one of our Executives-in-Residence. To earn the certification, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help, email support@salesassembly.com), and all registrants comply with our Terms and Conditions.